Advertising
Advertising

Slow Down to Win Customers

Slow Down to Win Customers

Winning new customers and keeping current ones happy isn’t helped by trying to work too fast. Customers are rarely as impressed by sheer speed as they are by clear evidence that you are trying to understand their real needs and make sure you can deal with them fully.

The easiest way to make anyone feel special is to give them your time and undivided attention. By slowing down, giving each customer more attention, and taking the time you and they need to work out what they truly want, you’ll get better results than the people who try to rush through their time with any one customer to hurry on to the next.

The Power of Attention

When someone gives you their full attention, you naturally feel valued and important. It’s an automatic human response. In contrast, if you get the feeling that the other person is paying you scant attention, it passes a clear message that something or someone else is more important than you are.

Advertising

It’s fatally easy when you feel harassed and under pressure to deal with other people, even customers, with the greater part of your attention elsewhere. If that is what happens, you will be sending that customer a silent message that, whatever words come out of your mouth, you are actually less interested in them and their needs that you are in something else.

It is a myth that pressure concentrates or focuses the mind. The reverse is true. Under pressure, human minds do not work so well. Anxious brains are far less effective than calm ones. Look at the problems many people experience with examination nerves, or how they become flustered and anxious when they must give an important presentation. No one can think as clearly in a rush as they can when they feel calm and relaxed.

Slowing Down Helps Focus

The best way to restore full focus on the task in hand, or the customer in front of you, is to slow down. Which is better: to rush from client to client, never quite giving any of them your full attention (and so gaining little or no business as they respond to the sense they are of little value), or to deal with fewer clients in a day and give each your full attention? If you take the second course, you can be nearly certain you’ll win more business overall.

Advertising

Customers prefer to deal with people and organizations that treat them well and make them feel important. They judge value by how well their needs are met and any problems they have are solved, fully and permanently. They aren’t interested in your sales quota or the pressures you face to make your budget. As far as each customer is concerned, they are the only one, and that’s how they expect, deep down, to be treated.

Quick Fixes Won’t Help

Imagine yourself as a customer with a problem or a concern. Which of these experiences will make you feel better?

  • Before you have even fully explained you problem, the sales person jumps in with a solution. You aren’t convinced he or she even listened to you properly. Besides, their suggestion sounds like an off-the-shelf answer. It works, sort of‚ but it doesn’t quite solve your problem to the full. You suspect you’ve been given the quick fix.
  • The sales person listens carefully, asks questions and seems to have all the time in the world to deal with you and your concerns. When you finish, the sales person asks for a little time to think carefully about what you said to be able to come up with a good solution. A day or so later, the sales person contacts you with a response that exactly fits your problem and leaves you confident it has been solved and you will face no further hassle.

Most sales people know the second approach is right. What prevents them from following it is unreasonable pressure from their own management, who often equate more business with more busyness.

Advertising

Time is a Precious Gift

Organizations that drive sales and customer service staff so hard that they cannot spend the necessary time with customers are shooting themselves in both feet. In their mad urge to maximize short-term results, they end by alienating their long-term customer base and driving them to competitors. Winning a new customer is extremely expensive; keeping an existing one saves costs and provides stable and predictable sales—the holy grail of most organizations.

Few gifts are as precious as your time. When you deal with people calmly and without haste, you increase their feelings of our value and their sense of confidence in what you have to offer. The harassed doctor giving each patient five minutes and a prescription will handle scores of people in a day, yet send each one away uncertain about their treatment and worried about the diagnosis. The school teacher facing too many pupils cannot spend enough time with any of them to make a difference to their learning. The overworked sales or customer service professional trying to deal as quickly as possible with current clients to free time to prospect for more, is forced into actions that are very likely to lose business instead of win it. The employer who forces this on them to supposedly save costs is acting in the most shortsighted way imaginable.

Slowing down seems counterintuitive when you are feeling under pressure, but it is nearly always the best way forward. Try it.

Advertising

Related Posts:

P.S. You may already be aware of ChangeThis: It’s a site that publishes 15-20 page PDF “manifestos” on topics of interest to people who think about their world. To be able to publish a manifesto on ChangeThis, you must first submit a proposal. Visitors to the site then have the opportunity to vote on the manifestos they would most like to see written. Those with the highest number of votes are the ones chosen for publication.

Slow Leadership has submitted a proposal to publish a manifesto. You can find it here. Please go to the site and vote for us! That’s the only way to make sure the manifesto is published. Thanks. We need your help on this one.

Adrian Savage is a writer, an Englishman and a retired business executive. He lives in Tucson, Arizona. You can read his serious thoughts most days at Slow Leadership, the site for everyone who wants to bring back the taste, zest and satisfaction to leadership; and his crazier ones at The Coyote Within.

More by this author

Overcoming The Pain Of A Breakup: 3 Suggestions Based On Science Quit Your Job If You Don’t Like It, No Matter What What Highly Successful People Do Every Day To Perform At Their Best How to Plan Your Life Goals and Actually Achieve Them in 7 Simple Steps Seven Budget-Friendly Things to do in San Juan, Puerto Rico

Trending in Productivity

1 10 Steps For Success: Applying The Power Of Your Subconscious Mind 2 How to Lead a Team More Effectively and Be a True Leader at Work 3 How to Live up to Your Full Potential and Succeed in Life 4 How to Find Your Blind Spots in Life and Turn Them Into Strengths 5 9 Best Productivity Journal and Planners To Get More Done In Less Time

Read Next

Advertising
Advertising

Last Updated on December 7, 2018

10 Steps For Success: Applying The Power Of Your Subconscious Mind

10 Steps For Success: Applying The Power Of Your Subconscious Mind

How big is the gap between you and your success?

What is the difference between successful people and unsuccessful people?

It is as simple as this: successful people think and talk about what they are creating, and unsuccessful people focus on and talk about what they’re lacking.

So how do you bridge that gap between wanting success and having your success? Let’s make an important distinction. You see, there is a big difference between “Wanting” and “Having” something.

Wanting: means lacking or absent. Deficient in some part, thing or aspect.

Advertising

Having: means to possess, to hold, to get, to receive, to experience.

You can have one OR the other, but not both at the same time with any particular object of your desire. You either have it or you don’t.

When it comes to your subconscious, if you’re focusing on the “wanting”, i.e. the not having, guess what, you will build stronger neural networks in your brain around the “wanting.” However, through the power of your subconscious mind, you can focus on the “having” as if it has already happened. Research has shown that your brain doesn’t know the difference between what you’re visualizing inside your mind versus what is happening out there in your reality.

This is a regular practice of elite athletes. They spend as much timing creating the internal mental imagery of their success playing out as they do actually physically practicing. This helps create both the neural pathways in their brain and the muscle memory to consistently deliver on that success.

Here are 10 “brain hack” steps for success that you can take to create your version of a happy life. Make these steps a regular habit, and you will be astonished at the results.

Advertising

Step 1: Decide exactly what you want to create and have

This is usually the biggest problem that people have. They don’t know what they want and then they’re surprised when they don’t get it.

Step 2: Write down your goal clearly in every technicolor detail

A goal that is not written down is merely a wish. When you write it down in full detail, you signal to your subconscious mind that you really want to accomplish this particular goal.

Step 3: Write your goal in simple, present tense words

…that a three year old can understand on a three-by-five index card and carry it with you. Read it each morning after you awake and just before you go to sleep.

Step 4: Backwards planning

See your goal achieved and identify all the steps required that it took to bring it to life. Making a list of all these steps intensifies your desire and deepens your belief that the attainment of the goal is already happening.

Step 5: Resolve to take at least one step every day from one of the items on your list

Do something every day, even if it is just one baby step, that moves you toward your goal so you can maintain your momentum.

Advertising

Step 6: Visualize your goal repeatedly

See it in your mind’s eye as though it were already a reality. The more clear and vivid your mental picture of your goal, the faster it will come into your life.

Step 7: Feel the feeling of success as if your goal were realized at this very moment

Feel the emotion of happiness, satisfaction, and pleasure that you would have once you have achieved your goal. Visualize and feel this success for at least 20 seconds at a time.

Step 8: “Fake it till you make it!”

Confidently behave as if your subconscious mind was already bringing your goal into reality. Accept that you are moving toward your goal and it is moving toward you.

Step 9: Relax your mind

Take time to breathe, pray or mediate each day. Disengage the stress response and engage the relaxation response. A quiet state of mind allows your brain to access newly formed neural pathways.

Step 10: Release your goal to your subconscious mind

When you turn your goal over to the power of the universe and just get out of the way, you will always know the right actions to take at the right time.

Advertising

Starting today, try tapping into the incredible power of your subconscious mind.Start with just one goal or idea, and practice it continually until you succeed in achieving that goal. Make it a game and have fun with it! The more lightly you hold it, the easier it will be to achieve. By doing so, you will move from the “positive thinking” of the hopeful person to the “positive knowing” of the totally successful person.

Hit reply and let me know what you’re creating!

To your success!

Featured photo credit: use-your-brain-markgraf via mrg.bz

Read Next